Off-market land deals aren't always the best land deals. Acres.com CEO Carter Malloy explains how to find, price, and vet land deals, on or off the market.
On Commercial Real Estate Secrets, Aviva talks with Carter Malloy, founder and CEO of Acres.com, about why so many land buyers fixate on off-market deals and what to do instead: define your buy box, avoid dumb deals, know what the land is really worth, and still walk the property.
In this episode:
• Why "off-market" can be a pitch you make to investors and to yourself
• How to define your buy box when entering a new market
• What land buyers overvalue and undervalue
• Why you should never value land with ChatGPT, and how to counter a seller's comps
• Why land pricing still runs on Excel and handshakes
• What technology can and can't do before you walk the dirt
Chapters:
0:00 Off-Market Is a Pitch
0:24 Meet Carter Malloy of Acres.com
0:48 Looking for Land in Wrong Places
2:05 Why Land Sells Off-Market
3:48 Funds That Only Buy Off-Market
4:56 Entering a New Market: Your Buy Box
6:30 Avoiding Dumb Deals & Negotiating
9:06 What Land Buyers Overvalue
10:34 What Land Buyers Undervalue
11:48 Rates & Buying Through the Cycle
13:22 Denver, the Dirt & Land Pricing
15:54 Don't Value Land With ChatGPT
17:22 Why Big Brokerages Hoard Data
18:12 Under Contract, Listed Anyway
20:52 Technology vs Walking the Land
23:08 What Is Acres.com?
26:09 Carter's Secret: Win on the Buy
Carter Malloy: https://www.linkedin.com/in/carter-malloy/
Acres.com: https://www.acres.com/
Carter Malloy is the founder and CEO of Acres.com, which is discussed in this episode. Recorded in September 2026. Guests' opinions are their own, and Carter's account of a past listing dispute reflects his own experience.
#commercialrealestate #landinvesting #offmarketdeals
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